The Mad Clientist - The BTI Consulting Group

2 Bigger Nightmares than COVID-19 Keeping Clients Up at Night

COVID-19 is scary. The impacts and outcomes are far from certain. We may be looking at a case of the devil you know is worse than the devil you don’t. Top legal decision makers are staring at key issues causing sleepless nights—not including coronavirus. They must be serious. And you…

Michael RynowecerMarch 11, 2020

The Mad Clientist

The Impact of Coronavirus on Client Thinking: First Look

Let’s hope it is short-lived and has minimal impact overall. But it will have both short-term and lingering implications on client thinking. And it will change the way we think about many things around law. Here are 13 things to anticipate: Litigation continues on but parties are somewhat suddenly more…

Michael RynowecerMarch 3, 2020

The Mad Clientist

Your Best Closing Line Ever to Book New Business

You positioned the whole thing in your favor. You prepped like it was a bet-the-company matter. You followed up. And followed up again, and again with meaningful insights and questions. And, you educated your prospect. You taught them something important to them. Doing all this—making the chemistry right—your potential client…

Michael RynowecerFebruary 26, 2020

The Mad Clientist

40% of Law Firms Now Use Industry Groups—Here Are 8 Ways to Turbocharge Yours

Industry groups are a bet. Low-risk/high-reward—but a bet, nonetheless. Firms are betting they will attract marquee clients and fuel existing relationships. Those who don’t use industry groups are betting their marketing won’t be diluted by the rapidly growing list of firms who do. At 36.9%, more law firms than ever…

Michael RynowecerFebruary 19, 2020

The Mad Clientist

Here’s What Clients Really Think about Your Email Alerts

Every law firm sends them. Some send dozens. A couple send hundreds. All end up fundamentally in the same place. Clients report they receive so many email alerts saying essentially the same thing. So, here is what clients think about all these emails alerts: 64% consider them a necessary inconvenience—they…

Michael RynowecerFebruary 12, 2020

The Mad Clientist

Now Clients Want the Inside Skinny: How Exactly Do You Train Your Associates?

Clients have a whole new set of substantive questions for their law firms—especially the ones they are thinking about hiring. And it could just be a sleeping game changer. Clients want to know exactly how you train your associates. Not just surface-level answers and statistics. They are looking for content,…

Michael RynowecerFebruary 5, 2020

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2 Bigger Nightmares than COVID-19 Keeping Clients Up at Night

The Impact of Coronavirus on Client Thinking: First Look

Your Best Closing Line Ever to Book New Business

40% of Law Firms Now Use Industry Groups—Here Are 8 Ways to Turbocharge Yours

Here’s What Clients Really Think about Your Email Alerts

Now Clients Want the Inside Skinny: How Exactly Do You Train Your Associates?